US - Director, Strategic Accounts

AIRS Medical is a healthcare technology company using AI to make medical imaging faster and more accessible. Our FDA-cleared solution, SwiftMR , accelerates MRI scans by up to 50%, helping healthcare providers improve efficiency and the patient experience. As we continue to grow, we’re looking for people who want to make a meaningful impact on the future of healthcare.

🔹 AIRS Commercial Philosophy

At AIRS, we believe disciplined thinking and strong commercial results reinforce one another.

We expect our people to meet or exceed their commitments, create pipeline proactively, forecast accurately, and deliver consistent performance. How we achieve those results matters: through sound judgment, strong discovery, credible business cases, executive engagement, and helping clients make good decisions.

Our job is not to convince every client to buy AIRS. It is to understand what the client is trying to accomplish, determine whether there is a problem worth solving, quantify why it matters, and help the organization make a sound decision.

We value discernment over persuasion, evidence over assumption, and meaningful progress over activity alone.

Our commercial team operates within a disciplined model for account strategy, discovery, qualification, business-case development, executive engagement, and opportunity management. We value process because it improves judgment and execution, while still expecting independent thinking, adaptability, and sound commercial instincts.

Across every role, we look for people who are curious, coachable, commercially minded, comfortable with ambiguity, capable of thinking on their feet, and accountable for measurable outcomes.

🔹 The Opportunity

The Director, Strategic Accounts owns AIRS strategy across a portfolio of the largest and most complex healthcare and imaging organizations in the United States.

This is a senior individual-contributor role for an enterprise seller who can create opportunity, engage credibly with executives, navigate complex organizations, develop economic value, and orchestrate activity across multiple regions and stakeholders.

Success requires the ability to lead through influence rather than formal authority, both internally and within client organizations.

Requirements

🔹 What You Will Own

Enterprise strategy for assigned strategic accounts

Executive relationship development

Opportunity creation and progression

Account planning and stakeholder strategy

Economic and business-case development

Corporate pricing and contracting strategy

Coordination with General Managers and Market Executives

Expansion across divisions, regions, facilities, and business units

Forecast and pipeline for the strategic account portfolio

🔹 Results You Will Deliver

Consistently meet or exceed assigned revenue quota

Build sufficient qualified pipeline across your strategic-account portfolio

Create new enterprise opportunities in whitespace accounts

Expand AIRS across existing strategic clients

Progress complex opportunities toward clear client decisions

Maintain accurate forecasts and realistic close plans

Develop durable executive relationships that create access and opportunity

Convert account strategy into measurable revenue growth

Sophisticated strategy matters only if it produces commercial progress and results.

🔹 What Great Looks Like

You understand an account well enough to know where decisions are really made, who can mobilize action, and what organizational priorities may compete with the problem AIRS could solve.

You can turn a local opportunity into an enterprise strategy when appropriate, but you do not force centralization where the client does not operate that way.

You create credible conversations around capacity, access, capital, productivity, growth, and financial impact.

You help clients determine whether a problem is important enough to solve and whether AIRS is the right answer.

🔹 What You Will Do

Develop and execute account strategies for a defined portfolio of strategic accounts

Build relationships across clinical, operational, financial, technical, procurement, and executive stakeholders

Conduct discovery that identifies meaningful operational and economic problems

Quantify business impact and develop credible client business cases

Navigate complex governance and decision processes

Create alignment across stakeholders you do not directly control

Lead through influence across internal teams and client organizations

Coordinate effectively with Market Executives where local execution is required

Lead enterprise pricing, contracting, and commercial strategy

Maintain disciplined opportunity plans and forecasts

Develop a clear point of view about what matters to each account and why

🔹 The Athlete We Are Looking For

You are:

A thoughtful enterprise seller who can operate without a script

Strong at asking questions that change the quality of a conversation

Financially fluent and comfortable with CFO, COO, operational, and clinical executives

Skilled at organizational navigation and stakeholder strategy

Able to lead through influence rather than positional authority

Comfortable challenging client assumptions respectfully

Disciplined enough to use a sophisticated operating model without becoming dependent on it

Coachable despite significant experience

Comfortable walking away from weakly qualified opportunities

More interested in helping clients make good decisions than forcing predetermined outcomes

Consistently accountable for creating and converting meaningful enterprise opportunity

🔹 What You Bring

Required

Demonstrated success selling complex enterprise solutions

Experience managing multi-stakeholder, high-value opportunities

Strong executive presence and business acumen

Ability to develop and communicate credible economic value

Evidence of creating opportunity rather than relying solely on inbound demand

Track record of consistent quota attainment or overperformance

Preferred

Experience selling to large health systems, IDNs, imaging networks, or similarly complex organizations

Healthcare, medical imaging, AI, medtech, or enterprise healthcare technology experience

Experience navigating enterprise contracting and large-scale expansion

Benefits

🔹 What AIRS Offers

The chance to help build the commercial organization, not just step into a finished one

Real ownership and visibility, with direct access to senior leadership

A product with clear clinical and economic value in a large, underpenetrated market

A high-performance environment that rewards judgment, curiosity, accountability, and results

Exposure to complex customer problems and some of the largest health systems and imaging organizations in the country

Meaningful opportunity to grow as the company scales

Competitive compensation, benefits, and equity